Director, GTM Strategy & Planning (B2B SaaS)

TL;DR

Director, GTM Strategy & Planning (B2B SaaS): Leading the team responsible for consequential go-to-market decisions, including coverage models, market prioritization, and revenue team segmentation with an accent on headcount planning, quota setting, and territory design. Focus on aligning the GTM strategies of merged revenue organizations and building rigorous frameworks for executive-level decision-making.

Location: Hybrid; must be based in Oakland, Denver, Austin, or New York (2 days per week in office)

Salary: $168,674 — $210,842.50 USD

Company

hirify.global and dbt Labs are integrating to provide a comprehensive data infrastructure layer that helps organizations move, transform, and trust their data for analytics and AI.

What you will do

• Lead and develop a high-performance team of GTM strategy and planning professionals.
• Drive the annual and ongoing GTM planning cycle in partnership with the CRO, CMO, and Finance.
• Own the annual headcount planning process and translate strategic priorities into capacity models.
• Design and execute global quota-setting and territory planning for existing and expansion segments.
• Build bottom-up pipeline models and targets across Sales, Partners, Business Development, and Marketing.
• Evaluate market entry opportunities using TAM analysis and feasibility frameworks to prioritize expansion.

Requirements

• 10+ years of experience in sales, revenue, or GTM strategy/management consulting in B2B SaaS.
• 4+ years of experience managing and developing a professional team.
• Hands-on experience owning quota design, territory planning, and headcount modeling at scale.
• Deep knowledge of B2B SaaS consumption-based business models and segmentation frameworks.
• Proven ability to influence senior stakeholders and operate at the executive level.
• Must be based in or be able to work from Oakland, Denver, Austin, or New York

Nice to have

• Experience in data infrastructure or analytics technology categories.
• Background in top-tier management consulting (e.g., McKinsey, Bain, BCG).
• Experience scaling a GTM function during periods of rapid organizational growth.

Culture & Benefits

• 100% employer-paid medical insurance.
• RSU stock grants.
• Generous PTO, paid sick time, and inclusive parental leave.
• Professional development and training opportunities.
• Monthly cell phone stipend and access to a personalized mental health support platform.